The Softer Side of Trust Building
When looking at literature on B2B trust and empirical evidence on building a trust based relationship, I identified drivers which fall into two distinct categories:
HARD: the pr… Read more
Tag Archive for: Building Trust into your Customer Plans
Customer Plan – Just the Numbers
When asking for the customer plans, I am constantly amazed when all I’m shown is an excel spreadsheet of forecast numbers, supported by a three month deal promo plan. Sounds famili… Read more
Tesco Determines to Rebuild Supplier Trust
Supermarket giant Tesco has been ordered to make “significant changes” in the way it deals with suppliers after the Groceries Code Adjudicator (GCA) found that the supermarket h… Read more
The Golden Threads: Part 11 (of 12): Ways of Working
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The Golden Threads: Part 5 (of 12): Hunting New Business
This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of the th… Read more
The key characteristics of high performing Customer Management organisations on the Trust Ladder
Data from our B2B assessments show marked differences between organisations at the top and bottom of the Trust Ladder.
We highlight key characteristics of top performers.
KNOWL… Read more
Trust Part 2: Aiming for cost-release while improving B2B customer efficiency?
While cost-release has been the focus for efficiency and improvement in recent years, few organisations effectively translate commercial needs into operational capability t… Read more
Are you suffering deep dependence with your B2B customers?
In the next three blogs we highlight what happens when you suffer deep dependence on your customers and what affects it has on your company – The Trust Ladder can show you how t… Read more
Deep Inter-Dependence – Part 5
In article four we explored and discussed the fourth level of B2B customer relational interdependence, that of deep dependence. In article five, we explore ‘deep inter-depende… Read more
Deep Dependence – Part 4
In article three of this series on Interdependence we explored and discussed the third level of Business 2 Business (B2B) customer relational interdependence, that of… Read more
building a culture of customer centricity based on B2B Trust
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